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The truth about managing your career and nothing but the truth Preface xvii About the Author xx PART I THE TRUTH ABOUT STARTING A NEW JOB I Hitting the Ground Running Can Get You into Trouble Act Dumb and Thmk Dirty: The Less You Say. the More You Learn Having Made the Move, You Should Grow Where You're Planted ofyour Job W~thout Steppmg on Toes Take Ownersh~p It's Important to Know Who Knows What: Build Your Circle o f Information Recognizing Whom to Trust Keeps You from Getting Burned PART 11 THE TRUTH ABOUT WORKING WITH BOSSES 2I Honor Your Boss. It Pays to Adjust to the Way Your Boss Likes to Do Th~ngs Your Boss Can Make (or Break) Your Reputation Kiss the Ring: Hierarchy Matters You Can Learn a Lot from Dealing with a Bad Boss Contents PART III THETRUTH ABOUT WORKINGWITH C ~ H E R S 35 Thrifty Executives Keep Goodwill Accounts Full Appreciating Diversity Increases Others' Appreciation o f You Good Listening Means Tuning in to Your Speaker Criticism Works Best When It's Compassionate Promptness Matters: Begin and End Meetings on Time Confidentiality Counts PART IV THE TRUTH ABOUT NETWORKING 57 Good Networking Is About Enjoying the Conversation People Love to Be Asked Their Opinion You Have Connections to More People Than You Think Commonalities Cement Relationships Social Talk Is Soc~al Grease PART V THETRUTH ABOUT GETTINGTHINGSDONE 75 "Closing the Sale" Is About Gauging the Right Moment to Ask for What You Want Putting the Bottom Line First Leads to Focused Action Obstacles at Work Are There to Be Negotiated Support Staff Deserve Glve as Well as Take PART VI THETRUTH ABOUTMANAGING YOURWORKLOAD 89 Good Priorltizlng Means Factoring Urgency Against Importance Knowlng H o w to Say N o Is a Key Tlme-Management Tool Good Fences Make Good Neighbors: Be Clear on Roles and 97 Responsibilities Contents TRUTH 29 TRUTH 30 Good Filing Saves Your Time and Your Reputation Promises Made, Promises Kept: Finishing on Time Matters 100 103 PART VII THETRUTH ABOUTGETTING YOURPOINT ACROSS 107 TRUTH31 TRUTH 32 TRUTH 33 TRUTH 34 TRUTH 35 TRUTH 36 The Medium Really Is the Message: Match Your Message to Your Audience People Remember Beginnings and Endings It Pays to Get People in the Right Frame o f Mind Some Questions Are Actually Statements: Be Ready for Them Meetings and Conference Calls Are Key Opportunities to Make an Impression E-mail Is Easy to Use and Easy to Abuse 109 112 115 1 18 122 125 PART V l l l THETRUTH ABOUTDEALINGWITH ENEMIESAND ANTIBODIES 129 TRUTH 37 TRUTH 38 TRUTH 39 TRUTH 0 4 TRUTH41 In All Things. Moderation: You Get Back What You Put Out Play Your Cards Close to Your Vest Be a Force for the Positive: It's Best to Buck Up When You're Down 131 134 Don't Explain and Don't Complain: N o One Likes Whining 137 140 143 A Teflon Temperament Is the Best Armor PART I X THE TRUTH ABOUT MAKING THE RIGHT IMPRESSION 147 TRUTH 42 TRUTH 3 4 TRUTH 44 TRUTH 45 TRUTH 46 Think Central Casting: Looking the Part Matters Sounding the Part Matters Too! Mind Your Manners! Exits and Entrances Matter Your Work Space Reflects Who You Are (and W h o You Want to Be) 149 152 155 158 161 Contents PART X THETRUTH ABOUT GETTING NOTICED I65 TRUTH47 TRUTH48 TRUTH49 TRUTH 50 Every Presentat~on an Opportun~ty You to Shine Is for Everyone Has His or Her Story on the Street H o w You Move Suggests Your Pos~t~on the Company In IfYou Want It to Be Remembered. Put It In Wrltlng 167 170 173 176 PART X I THETRUTH ABOUT GETTING AHEAD 179 TRUTH 51 TRUTH52 TRUTH53 TRUTH54 TRUTH55 It's Your Job to Prove That You're Ready for the Next Level 181 The Feel-Good Factor Fosters Comm~tment from Others Lkeab~lity Means Leverage Work Is a G a m e A n d One Worth Playing Well Speakmg wlth Impact Requires Pause and Punch 184 187 190 193 PART XI1 THE TRUTH ABOUT MOVING ON 197 TRUTH56 TRUTH57 TRUTH58 TRUTH59 TRUTH6 0 References Good Career Plann~ng Requlres You to Know Yourself Movmg Up Means Lettlng Go The Grass Isn't Always Greener on the Other S~de o f the Fence Career Dera~lment Can Happen at Any T m e When You've Run Out of Real Estate, It's Tlme to Move 199 202 205 208 21 1 215